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Unit 1 Trade（贸易） 2

Part 1 Understanding of Trade 2

Part 2 Establishing Trade RelationsPart 3 Rudimentary Knowledge 9

Part 4 Additional Practice 15

Unit 2 Markets（市场） 25

Part 1 Some Forms of Markets 25

Part 2 Marketing Products or Services Successfully 26

Part 3 Rudimentary Knowledge 30

Part 4 Additional Practice 35

Unit 3 Attracting or Making Investment（引资或投资） 41

Part 1 Attracting or Making Investment 41

Part 2 Investment Environment 43

Part 3 Rudimentary Knowledge 48

Part 4 Additional Practice 55

Unit 4 Import and Export（进口与出口） 62

Part 1 Import and Export 62

Part 2 Making the Decision to Import or Export 64

Part 3 Rudimentary Knowledge 68

Part 4 Additional Practice 74

Unit 5 Technology Transfers（技术转让） 81

Part 1 Benefits of Advanced Technology 81

Part 2 Introducing the Latest Technology to Keep Competitiveness 83

Part 3 Rudimentary Knowledge 88

Part 4 Additional Practice 92

Unit 6 Invitation for and Stbmission of Bids（招标与投标） 99

Part 1 Conditions for Bids 99

Part 2 Consulting About the Bids 101

Part 3 Rudimentary Knowledge 106

Part 4 Additional Practice 109

Unit 7 Inquiry and Offer（询价与报价） 118

Part 1 General Ideas of Inquiry and Offer 118

Part 2 Dialogues About Inquiry and Offer 119

Part 3 Rudimentary Knowledge 125

Part 4 Additional Practice 128

Unit 8 Counter-Offer（还盘） 135

Part 1 Understanding of Counter-Offer 135

Part 2 Meeting Each Other Halfway 137

Part 3 Rudimentary Knowledge 142

Part 4 Additional Practice 150

Unit 9 Acceptance and Ordering（接受与订购） 155

Part 1 Basic Ideas of Acceptance and Ordering 155

Part 2 Making a Further Concession 157

Part 3 Rudimentary Knowledge 161

Part 4 Additional Practice 166

Unit 10 Packing and Shipment（包装与发运） 171

Part 1 Importance of Packing and Shipment 171

Part 2 Negotiation on Packing and Shipment Issues 172

Part 3 Rudimentary Knowledge 176

Part 4 Additional Practice 179

Unit 11 Insurance（保险） 187

Part 1 Understanding of Insurance 187

Part 2 Having the Goods Insured Appropriately 188

Part 3 Rudimentary Knowledge 192

Part 4 Additional Practice 195

Unit 12 Agency（代理） 202

Part 1 Roles of Agency 202

Part 2 Agency &Commission 203

Part 3 Rudimentary Knowledge 207

Part 4 Additional Practice 211

Unit 13 Claims（索赔） 219

Part 1 Reasons for Claims 219

Part 2 Making Claims 220

Part 3 Rudimentary Knowledge 225

Part 4 Additional Practice 227

Unit 14 Arbitration（仲裁） 234

Part 1 Settling Trade Disputes 234

Part 2 Avoiding Arbitration 235

Part 3 Rudimentary Knowledge 239

Part 4 Additional Practice 241

Unit 15 Commercial Documents（商贸单证） 248

Part 1 General Ideas of Commercial Documents 248

Part 2 Dialogues About Draft and Bill of Lading 249

Part 3 Rudimentary Knowledge 254

Part 4 Additional Practice 257

Tapescripts 266

Key for Reference 280